Influence - The Psychology of Persuasion (Collins Business Essentials) by Robert B. Cialdini (z-lib.org)

marriage: “She said she liked me.” Although designed for a laugh, the remark is as much instructive as humorous. The information ...

Contact and Cooperation For the most part, we like things that are familiar to us.^9 To prove the point to yourself, try a littl ...

integration—the area offering the single best test of the contact ap- proach—they have discovered quite the opposite pattern. Sc ...

your classmates who knew the answer. Children who fail in this system become jealous and resentful of the successes, putting the ...

It didn’t take much to bring on certain kinds of ill will. Simply separ- ating the boys into two residence cabins was enough to ...

boys rented the film with pooled money and spent an unusually con- genial evening enjoying it together. The consequences, though ...

When tried in recently desegregated classrooms, the jigsaw approach has generated impressive results. Studies have shown that, c ...

One of us, assigned to observe the group process, would inter- vene with a bit of advice when she overheard such comments: “Okay ...

evidence to date. When I talk to my students, or even my neighbors and friends, about the prospects for cooperative learning app ...

officers, either because the part suits him or because it is merely his turn, plays the role of Bad Cop. Before the suspect even ...

fear of long incarceration is quickly instilled by Bad Cop’s threats; the perceptual contrast principle ensures that compared to ...

I hoped that the point of this story would not be lost on the weatherman. I wanted him to be aware of a fact that is as true tod ...

But it’s the face on the television screen that people go after. Tom Bonner, 35, who has been with KARK-TV in Little Rock, Ark., ...

positive traits—beauty and desirability—to the cars. The advertiser is betting that we will respond to the product in the same w ...

ative has had nothing to do with advancing the project or has, in some cases, voted against it. While politicians have long stra ...

It is not a long step from Pavlov’s classic demonstration to Razran’s luncheon technique. Obviously, a normal reaction to food c ...

themselves to positive events and separate themselves from negative events—even when they have not caused the events. Some of th ...

side the hockey arena were described in news accounts as delirious: “They hugged, sang, and turned somersaults in the snow.” Eve ...

‘I’m a lawyer. Hit me, hit me, so I can sue you.’ I think America takes all sports too seriously.” So we want our affiliated spo ...

good to anyone who could view these connections. By showcasing the positive associations and burying the negative ones, we are t ...